Sales tools have evolved beyond just traditional CRM. Top performing sales teams are leveraging cutting edge technology to focus their sales efforts on the best prospects, arm themselves with the most up to date and relevant sales material, and reduce manual or repetitive tasks. Sales Technology enables sales teams to accelerate the sales cycle by doing things smarter, better and faster, and, ultimately, close more and higher quality deals.
Best Metrics to Optimize B2B Demand GenFrankAliyar
B2B marketers who need to do more than simply create brand awareness through outbound marketing have adopted Account-Based Marketing (ABM) in order to focus on key accounts. Successful ABM campaigns can produce highly qualified, valuable prospects.
Best Metrics to Optimize B2B Demand GenAsad Haroon
B2B marketers who need to do more than simply create brand awareness through outbound marketing have adopted Account Based Marketing (ABM) in order to focus on key accounts. Successful ABM campaigns can produce highly qualified, valuable prospects.
Utilizing Intent Data to Get Everyone a Seat at the Planning TableAggregage
Social distancing is a byword now often heard in B2B companies, but what about the departmental distance between your own organization's sales and marketing teams? This detachment can lead businesses to use the wrong account-based marketing programs (ABMs) as an instant fix, but it isn’t a magic tool that will make all your problems disappear. Join James Gilbert, CMO at CRMNEXT, for his in-depth & exclusive session about properly using intent data during your ABM campaign.
With sales enablement foraying its way into the mainstream, selling has now become more technology oriented with continued focus on incremental revenue impact. Businesses aim to find right combination of skilled people, uniformly standardised processes, break-through innovation via leveraging new-age technologies. These are the basic elements to help conceive a robust sales enablement strategy catering to increasingly personalized but less humanized remote sales environment.
Best Metrics to Optimize B2B Demand GenFrankAliyar
B2B marketers who need to do more than simply create brand awareness through outbound marketing have adopted Account-Based Marketing (ABM) in order to focus on key accounts. Successful ABM campaigns can produce highly qualified, valuable prospects.
Best Metrics to Optimize B2B Demand GenAsad Haroon
B2B marketers who need to do more than simply create brand awareness through outbound marketing have adopted Account Based Marketing (ABM) in order to focus on key accounts. Successful ABM campaigns can produce highly qualified, valuable prospects.
Utilizing Intent Data to Get Everyone a Seat at the Planning TableAggregage
Social distancing is a byword now often heard in B2B companies, but what about the departmental distance between your own organization's sales and marketing teams? This detachment can lead businesses to use the wrong account-based marketing programs (ABMs) as an instant fix, but it isn’t a magic tool that will make all your problems disappear. Join James Gilbert, CMO at CRMNEXT, for his in-depth & exclusive session about properly using intent data during your ABM campaign.
With sales enablement foraying its way into the mainstream, selling has now become more technology oriented with continued focus on incremental revenue impact. Businesses aim to find right combination of skilled people, uniformly standardised processes, break-through innovation via leveraging new-age technologies. These are the basic elements to help conceive a robust sales enablement strategy catering to increasingly personalized but less humanized remote sales environment.
My Puget Sound AMA Slides on B2B Customer Acquisition StrategiesBrian Hansford
The Puget Sound AMA invited me to present ideas on B2B customer acquisition and demand generation. Paul Judy, Avalara's VP of Customer Marketing presented B2B customer marketing concepts.
This slide introduces the topic of Marketing Analytics, impact of marketing analytics, Dashboard, ePOS, Assortment Planning, and Market Basket Analysis.
Youtube links in the slides:
MARKETING ANALYTICS:
https://www.youtube.com/watch?v=-oHGG5jJPHQ
DYNAMIC PRICING:
https://www.youtube.com/watch?v=cKPaIsOQslo
INTRO TO ePOS:
https://www.youtube.com/watch?v=7VVKtPge-zw
https://www.youtube.com/watch?v=XWuwlChR8c4
MARKET BASKET ANALYSIS
https://www.youtube.com/watch?v=sJWXgcZ-E2g
Shopper Marketing is a core B2C (business to consumer) marketing strategy used to activate your brand in the online and offline retail world. From omnichannel marketing, to analyzing shopper insights, this guide distills a best practice approach to Shopper Marketing that will superpower your strategy and lead you in the direction of success.
With input by experts in the shopper marketing world, this guide will take you from the basics and into the challeneges, tactics and metrics you need to follow. After all of the best practices are shared, there is a stage by stage, step by step action plan with tools and templates designed to immediately help your organization leverage best practices.
Table of Contents
Introduction: The Evolution of Shopper Marketing
The Essence of Shopper Marketing
What Shopper Really Is, What it isn’t, and Who’s Profiting
The Key Differences Between Consumers and Shoppers
The Incredible Importance of Shopper Insights/Analytics
The Non-Linear Omni-Channel Shopper Journey
Powerful Statistics that Make the Business Case
Case Study: Scotch Tape
The Nuts and Bolts of Shopper Marketing
Processes and Best Practices
Know Your Shopper(s) Before You Begin
Channels, Trends, Seasonal Events and Tactics
Common Challenges in the Shopper Marketing World
Watching Your Competition Closely for Insights
Case Study: Allegra
What You Need to Succeed
Digital & Social Acumen
Partnership With All Levels (Retailer, Brand, and Agency)
Retailer Led Marketing
Brand Led marketing
Case Study: Alcon
Exploring the Future of Shopper Marketing
Neuromarketing and Behavioral Insights
Tracking, Testing and Simulations
Seamless Shopping Experiences
Final Thoughts
Acknowledgements
Bibliography
Shopper Marketing action plan & toolkit
Account Based Marketing (ABM) is when you implement highly customized marketing campaigns where each account is considered to be a market of one. ABM uses the latest technology to help you send the right messages to influencers who are actively researching products like yours.
https://runfrictionless.com/b2b-white-paper-service/
Rethinking Sales and Marketing alignment: [How Marketing will help close deals]CRMT Digital
Better Marketing and Sales alignment improves profits, customer services and internal relationships. Most organisations have already realised that traditional business unit divisions hinder more than they help and are now seeking to improve internal relationships between departments. For successful alignment between Marketing and Sales, employees need to be empowered by technology.
Confused about account-based marketing? Not sure if you should include ABM in your strategy planning? Or just interested in learning the benefits? See how ABM can help you better reach the right customers and prospects!
business analytics and its importance, marketing analytics definition and its importance, how marketing analytics helps to run the organization in effective and efficient manner.
Executive Summary
Business-to-business (B2B) marketing automation systems are among the hottest sectors of the technology industry. Vendor revenues have grown at 50% per year since 2009 and will probably top $1 billion in 2014. Leading vendors including Eloqua, Marketo, and Pardot have been acquired or gone public at tremendous valuations. Major software companies including IBM, Oracle, Salesforce.com, Adobe, and Teradata have purchased B2B or business-to-consumer (B2C) marketing automation products. Venture capitalists have invested several hundred million dollars in start-ups and existing firms.
Yet, despite this growth, fewer than 20% of B2B marketers have purchased an integrated marketing automation system (although many more use email, Web analytics, and other component technologies). Even more alarming, many past buyers do not use their systems fully and a significant portion report little benefit from their investment.
The lesson of these statistics is not that marketing automation doesn’t work. The same studies show that the majority of users are satisfied and productive. Rather, the point is that marketing automation works only when marketers deploy their systems effectively. This How-To Guide will help to ensure that you are among the successful majority of B2B marketing automation buyers, not the unhappy remnant.
This 15-page guide includes the following sections:
What is B2B Marketing Automation?
Core Functions
Specialty Functions
Key Considerations
Vendor Landscape
Best Practices
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
Learn how to make sense of two approaches to managing customer interaction and engagement: CRM (Customer Relationship Management) and MA (Marketing Automation). In this presentation, you will learn:
-101-level marketing technology definitions
-When and how to use what platform
-Best practices & success stories for marketing and sales teams
The 2017 Accenture Technology Vision report showcases the top five disruptive IT trends and innovations shaping the business landscape in 2017 and beyond. Take action today and shape technology to fit your needs.
Learn more at www.accenture.com/technologyvision
We surveyed thousands of graphic designers, art directors and creative people from around the globe to learn what they think about current trends in typography.
Did you know that 90% of designers like Slab Serif fonts? Or that over 50% of designers look to free fonts for their new projects? We sure didn’t.
We invite you to delve into the creative mind with us. It’s definitely an interesting place!
Companies are upping the usage of sales automation, and for good reason.
According to Nucleus Research’s 2013 CRM Benchmark Report, 87% of the
companies surveyed reported benefits from sales force automation with
faster deployment time for cloud applications. Take a look at the bright
future of automation.
My Puget Sound AMA Slides on B2B Customer Acquisition StrategiesBrian Hansford
The Puget Sound AMA invited me to present ideas on B2B customer acquisition and demand generation. Paul Judy, Avalara's VP of Customer Marketing presented B2B customer marketing concepts.
This slide introduces the topic of Marketing Analytics, impact of marketing analytics, Dashboard, ePOS, Assortment Planning, and Market Basket Analysis.
Youtube links in the slides:
MARKETING ANALYTICS:
https://www.youtube.com/watch?v=-oHGG5jJPHQ
DYNAMIC PRICING:
https://www.youtube.com/watch?v=cKPaIsOQslo
INTRO TO ePOS:
https://www.youtube.com/watch?v=7VVKtPge-zw
https://www.youtube.com/watch?v=XWuwlChR8c4
MARKET BASKET ANALYSIS
https://www.youtube.com/watch?v=sJWXgcZ-E2g
Shopper Marketing is a core B2C (business to consumer) marketing strategy used to activate your brand in the online and offline retail world. From omnichannel marketing, to analyzing shopper insights, this guide distills a best practice approach to Shopper Marketing that will superpower your strategy and lead you in the direction of success.
With input by experts in the shopper marketing world, this guide will take you from the basics and into the challeneges, tactics and metrics you need to follow. After all of the best practices are shared, there is a stage by stage, step by step action plan with tools and templates designed to immediately help your organization leverage best practices.
Table of Contents
Introduction: The Evolution of Shopper Marketing
The Essence of Shopper Marketing
What Shopper Really Is, What it isn’t, and Who’s Profiting
The Key Differences Between Consumers and Shoppers
The Incredible Importance of Shopper Insights/Analytics
The Non-Linear Omni-Channel Shopper Journey
Powerful Statistics that Make the Business Case
Case Study: Scotch Tape
The Nuts and Bolts of Shopper Marketing
Processes and Best Practices
Know Your Shopper(s) Before You Begin
Channels, Trends, Seasonal Events and Tactics
Common Challenges in the Shopper Marketing World
Watching Your Competition Closely for Insights
Case Study: Allegra
What You Need to Succeed
Digital & Social Acumen
Partnership With All Levels (Retailer, Brand, and Agency)
Retailer Led Marketing
Brand Led marketing
Case Study: Alcon
Exploring the Future of Shopper Marketing
Neuromarketing and Behavioral Insights
Tracking, Testing and Simulations
Seamless Shopping Experiences
Final Thoughts
Acknowledgements
Bibliography
Shopper Marketing action plan & toolkit
Account Based Marketing (ABM) is when you implement highly customized marketing campaigns where each account is considered to be a market of one. ABM uses the latest technology to help you send the right messages to influencers who are actively researching products like yours.
https://runfrictionless.com/b2b-white-paper-service/
Rethinking Sales and Marketing alignment: [How Marketing will help close deals]CRMT Digital
Better Marketing and Sales alignment improves profits, customer services and internal relationships. Most organisations have already realised that traditional business unit divisions hinder more than they help and are now seeking to improve internal relationships between departments. For successful alignment between Marketing and Sales, employees need to be empowered by technology.
Confused about account-based marketing? Not sure if you should include ABM in your strategy planning? Or just interested in learning the benefits? See how ABM can help you better reach the right customers and prospects!
business analytics and its importance, marketing analytics definition and its importance, how marketing analytics helps to run the organization in effective and efficient manner.
Executive Summary
Business-to-business (B2B) marketing automation systems are among the hottest sectors of the technology industry. Vendor revenues have grown at 50% per year since 2009 and will probably top $1 billion in 2014. Leading vendors including Eloqua, Marketo, and Pardot have been acquired or gone public at tremendous valuations. Major software companies including IBM, Oracle, Salesforce.com, Adobe, and Teradata have purchased B2B or business-to-consumer (B2C) marketing automation products. Venture capitalists have invested several hundred million dollars in start-ups and existing firms.
Yet, despite this growth, fewer than 20% of B2B marketers have purchased an integrated marketing automation system (although many more use email, Web analytics, and other component technologies). Even more alarming, many past buyers do not use their systems fully and a significant portion report little benefit from their investment.
The lesson of these statistics is not that marketing automation doesn’t work. The same studies show that the majority of users are satisfied and productive. Rather, the point is that marketing automation works only when marketers deploy their systems effectively. This How-To Guide will help to ensure that you are among the successful majority of B2B marketing automation buyers, not the unhappy remnant.
This 15-page guide includes the following sections:
What is B2B Marketing Automation?
Core Functions
Specialty Functions
Key Considerations
Vendor Landscape
Best Practices
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
Learn how to make sense of two approaches to managing customer interaction and engagement: CRM (Customer Relationship Management) and MA (Marketing Automation). In this presentation, you will learn:
-101-level marketing technology definitions
-When and how to use what platform
-Best practices & success stories for marketing and sales teams
The 2017 Accenture Technology Vision report showcases the top five disruptive IT trends and innovations shaping the business landscape in 2017 and beyond. Take action today and shape technology to fit your needs.
Learn more at www.accenture.com/technologyvision
We surveyed thousands of graphic designers, art directors and creative people from around the globe to learn what they think about current trends in typography.
Did you know that 90% of designers like Slab Serif fonts? Or that over 50% of designers look to free fonts for their new projects? We sure didn’t.
We invite you to delve into the creative mind with us. It’s definitely an interesting place!
Companies are upping the usage of sales automation, and for good reason.
According to Nucleus Research’s 2013 CRM Benchmark Report, 87% of the
companies surveyed reported benefits from sales force automation with
faster deployment time for cloud applications. Take a look at the bright
future of automation.
Only salesforce.com offers an on-demand solution that meets the varied needs of everyone from small businesses to large, global organizations. Salesforce SFA provides your sales team with a complete customer view that is shared with support and marketing in real time, so you can track and optimize your pipeline and ultimately close more deals. At a glance, here is some of the key features of Sales Cloud:
1. Account & Contact Management
2. Marketing and Lead Management
3. Opportunities Management
4. Activity management.
5. Report and Analytic
6. Forecasting
7. Approvals and workflow
8. Chatter
9. Integrated Content libraries
IT enables in the quick access of information and it also accelerates productivity. IT ensures that additional staff may not be necessary when the business grows.
For more such innovative content on management studies, join WeSchool PGDM-DLP Program: http://bit.ly/welingkarshybridDlp
10 Event Technology Trends to Watch in 2016Eventbrite UK
We’ve picked 10 exciting, innovative technologies that are gathering pace and adoption, and are likely to start appearing on your radar in 2016. Get ahead of the curve by learning more about them.
This presentation is part of our TEDx talk and our book entitled "from Selling to Co-Creating" and focusses on the main trends in sales for the coming years. Particular attention is given on the role of sales versus marketing in the future.
Main trends are: co-creation, networking, communication, the sales process, team based selling and the relationship between sales, marketing and customer service.
The technologies and people we are designing experiences for are constantly changing, in most cases they are changing at a rate that is difficult keep up with. When we think about how our teams are structured and the design processes we use in light of this challenge, a new design problem (or problem space) emerges, one that requires us to focus inward. How do we structure our teams and processes to be resilient? What would happen if we looked at our teams and design process as IA’s, Designers, Researchers? What strategies would we put in place to help them be successful? This talk will look at challenges we face leading, supporting, or simply being a part of design teams creating experiences for user groups with changing technological needs.
B2B Sales & Marketing Trends for the Modern OrganizationSkaledConsultuing
Skaled sales & marketing consulting firm believes in reaching the buyer that exists today - not the one from ten years ago. Follow along as we explain how the landscape has changed in the B2B space and now to navigate it today through outreach, technology, people, and roles.
Lead Scoring: Aligning Marketing and Sales with Effective Lead Scoring Techniques - Turning Marketing’s leads into Sales’ gold can be a challenge. The inability to generate and identify qualified leads negatively impacts the effectiveness of marketing campaigns, revenue growth, and company success. This presentation explores this challenge and provides information on how to align the expectations of sales and marketing, enabling marketing to deliver a continuous flow of qualified leads to the sales team for maximum ROI. This informative session will teach you how to accelerate the sales cycle through automated lead scoring.
Help drive business growth and long-term sustainability and infrastructure through:
Connecting the dots between product, sales, marketing, and technology
Defining a strategic product-market fit and go-to-market strategy
Strategic sales enablement
Deploy and maximize use of technology and marketing automation
Presentation by Christopher Doran, VP of Marketing for Manticore Technology give in Melbourne, Australia on 5 May 2010 on B2B buyer behavior and how it impacts marketers
The presentation entitled, "Demand Generation Marketing: How to Successfully Create Demand through
Outsourcing" is presented by Larry Fleischman, Director of Marketing for Televerde, a leading B2B provider in sales pipeline development solutions. For more information on demand generation marketing, visit the
Televerde website at http://www.televerde.com/solutions/demand-generation-marketing.
This Mindmatrix presentation on sales enablement offers a step-by-step process for enabling your direct sales teams. Watch this presentation to learn-
-Why is sales enablement is so important?
-What does direct sales enablement involve?
-Why is it time to move beyond traditional marketing automation and CRMs?
-What are the 12 steps to holistic sales enablement
Sales and Marketing 3.0: The High Velocity ModelGGV Capital
This deck looks at the evolution of the next model in enterprise sales and marketing: the high velocity organization. See how high velocity teams use technology, data and automation to align sales and marketing and drive faster leads and conversions.
The ultimate guide to the new buyers journeyMarketBridge
At MarketBridge we have the privilege of working with hundreds of marketing and sales leaders every month. In those discussions one thing is abundantly clear: the customer buying journey is rapidly changing and organizations are struggling to keep up.
These dramatic shifts in buying behavior are well documented; independent research by Gartner and Forrester suggests that by 2020,
Q&A With Infinity Contact Founder, Chief Executive Officer and Owner, Tom Leidigh
About Tom Leidigh
30 years of executive experience in sales, direct marketing, and CRM program development. Tom is recognized as a leader in outsourced contact and is primarily focused on expansion strategies, trade alliances, and new product development.
Tom earned an M.B.A. with top honors from Arizona State University, and a B.B.A. from the University of Iowa.
Question: Why do clients choose Infinity?
Mr. Leidigh: As an innovator in integrated contact solutions, Infinity Contact has a singular focus: We collaborate with clients to Get Customers, Keep Customers and maximize customer lifetime value. Infinity Contact was founded to provide our clients with an enhanced experience of getting customers and keeping customers. That is real basic in terms of what all our clients want to do but the methodology and process behind that was where we thought we could differentiate B2B sales customer acquisition . Our brand is called Buyerlytics and it is really the science of sales and customers retention. It is integrating data, technology, customer contact and analytics into one program under the Buyerlytics brand. Many of our competitors offer a component or two but our ability to integrate those into a unified program is a huge differentiator and value prop for our clients.
2. Introduction to Sales Technology
The sales process for B2B companies is changing as customer
buying habits change. Readily available online information enables
customers to research and learn the details of specific products and
services without interacting with a salesperson. The connected and
empowered buyer is driven not only by the proliferation of information
but also by a behavioral change in which they prefer to find
information and identify alternatives on their own. According to
Forrester Research ”today’s buyers might be anywhere from two-
thirds to 90% through their journey before they reach out to the
vendor”.
To be successful in today’s customer-empowered environment, sales
teams need to arm themselves with the best tools to convert clients
once they do become interested in the product. In response, Sales
Technology has evolved beyond just traditional CRM. Top performing
sales teams are leveraging cutting edge technology to focus their
sales efforts on the best prospects, arm themselves with the most up
to date and relevant sales material, and reduce manual or repetitive
tasks. Sales Technology enables sales teams to accelerate the sales
cycle by doing things smarter, better and faster, and, ultimately, close
more and higher quality deals. It also takes some of the uncertainty
out of the sales function by enabling clear, repeatable processes,
optimized by actionable data insights.
A company’s success literally depends on the performance of their
sales people and it is no surprise that executives are keen to have
their sales teams humming at peak performance. This is driving
significant growth in the $16.6B Sales Technology market and fueling
hundreds of start-ups and strong strategic interest from buyers.
2
Sales Technology Empowers Sales
Teams to be More Efficient and Effective
Massive $16.6 Billion U.S. Market
(excluding CRM)
3. Where Sales Technology Fits in the Conversion Funnel
“The first rule of any technology…is that automation applied to an efficient operation will magnify the efficiency. The
second is that automation applied to an inefficient operation will magnify the inefficiency.” – Bill Gates
Sales Technology promises to do for the sales function what Marketing Technology has done for the marketing function – drive
greater efficiency, effectiveness, and intelligence. Whether finding the best prospects, optimizing communications, or
streamlining sales collateral, Sales Technology is becoming an invaluable tool for maximizing sales team performance.
3
Awareness
Interest
Consideration
Intent
Evaluation
Decision
Purchase
Leads
Prospects
Customers
MARKETING
TECHNOLOGY
SALES
TECHNOLOGY
Classification
Near-Term
Prospects
Marketing / Sales Functions
Advertising, Search, Social,
Outbound Prospecting, Content
Marketing, Event Marketing
Website Tracking, Optimization,
Email Marketing, Lead Scoring, CRM
Quotes, Documentation
Inside Sales, Outside Sales,
Presentations
Purchase Funnel
4. Sales Technology is a Massive Opportunity
4
Source: U.S. Census, Gartner, InsideSales
$14.6
$16.6
CRM Sales Acceleration
Total U.S. Market Size ($B) in 2015
“When you improve your product so it does the customer’s job better, then you gain market share.” – Clayton
Christensen
We think of Sales Technology as comprised of both traditional CRM and Sales Acceleration (essentially, everything else)
technologies. While the distinction is somewhat fuzzy as CRM suites incorporate additional functionality, Sales Acceleration
as a standalone opportunity is already larger than the traditional CRM market and has the potential to grow even faster.
Key Assumptions:
5.8M sales reps in the U.S. (non-retail) in 2015
̶ 1.8% increase from U.S. census 2014 estimate of 5.7M
$2,850 sales acceleration spend per sales rep in 2015
̶ 25% increase from InsideSales’ 2013 estimate
U.S. accounts for 55.7% of the global CRM market
5. 5
Defining the Sales Technology Market
Sales Force
Management
Sales Data / Analytics
Customer Intelligence
Sales Enablement
Sales Engagement
Key Capabilities: CRM, email tools, call tools, automated engagement, sales activity logging
Tools to help sales professionals reach out to more prospects more efficiently.
Improves how sales professionals communicate with customers and ensures that messaging is on point.
Allows sales professionals to keep track of historical interaction so that communications are coherent and
consistent.
Key Capabilities: content enablement, content sharing, automated quotes / documentation
Increases the effectiveness of sales professionals by arming them with the latest sales collateral and allowing them
to easily customize for each client.
Intelligent content recommendations tactically sequenced to increase the chance of connecting with a customer at
each stage of the buying cycle.
Key Capabilities: database / list services, company intelligence, buyer insights, social prospecting
Leverages internal and external data sets to gain insight into potential prospects to streamline the qualification,
communication, and conversion process.
Provides access to pre-qualified leads or helps identify leads using social networking and other channels.
Key Capabilities: pipeline management, data visualization, predictive analytics, interaction analytics
Analyzes leads and historical sales activity in order to provide actionable insights that allow sales professionals to
focus sales efforts on highest value targets.
Identifies, models, and predicts sales trends and outcomes while aiding sales management in understanding where
salespeople can improve.
Key Capabilities: onboarding, coaching, compensation, sales gamification, performance management
Helps sales managers formulate and implement sales strategies and effectively manage sales people.
Provides tools and reward systems to train and encourage sales professionals and drive friendly competition that
creates an incentive based atmosphere.
Clearly outlines sales objectives and ensures that compensation is aligned with company goals.
Source: AGC Partners
6. 6
Representative Sales Technology Companies
Sales Force
Management
Sales Data / Analytics
Customer Intelligence
Sales Enablement
Sales Engagement
DISCLAIMER: This is only a representative list and may not include all relevant companies. If your company is not on the list and would like to be added for future
publications, please kindly shoot us a note at gleung@agcpartners.com and we would be happy to consider adding.
Source: AGC Partners
7. “Every problem is a gift – without problems we would not grow.” – Anthony Robbins
The sales process is unpredictable and inefficient. Sales Technologies take some of the burden off of sales people by
standardizing and automating processes and addressing critical pain points.
Addressing Key Industry Pain Points
7
Sales Problem Sales Technology Value Proposition
Poor insight into the quality of
leads and where they should be
spending time.
Align marketing and sales goals to improve collaboration.
Leverage machine learning to optimize lead generation for highest ROI customers.
Predictive analytics to help prioritize leads.
Non-linear buying process of
potential customers caused by
channel fragmentation.
360-degree view of the customer, including online activity, response to marketing campaigns, past
communication history, etc.
Multi-channel orchestration to ensure coherent messaging across calls, emails and other communications.
Time consuming tasks such as
managing accounts and tracking
and reporting sales activity.
Quote generation tools with visibility into the latest product and pricing information.
Automated logging of sales activity and generation of actionable reports on performance.
Outreach notifications and reminders.
Poor access to updated and
relevant sales collateral.
Cloud-based repository of latest sales collateral accessible from any device.
Automatic syncing of sales collateral with latest marketing campaigns.
Sales collateral organized and optimized based on client type and funnel stage.
Difficult managing sales team
performance and turn-over.
Get greater visibility into pipeline and forecasts making sales more predictable.
Clear, repeatable sales processes, optimized through scientific analysis, to help salespeople take some of
the guesswork out of their jobs.
8. Surprising Inefficiencies in the Sales Process
8
% of Sales Reps That
Think they Spend
Too Much Time on
Data Entry
Source: ToutApp
% of Sales Reps That
Give up After One
Follow-up
Source: Scripted
% of the Buyer's
Journey Completed
Before Talking to a
Sales Rep
Source: CEB
% of Sales Reps Time
Spent Actively
Selling
Source: CSO Insights
% of Missed Deals
Due to Sales Reps
not Finding or
Leveraging Internal
Resources
Source: Qvidian
% Improvement in
Close Rates when
Sales and Marketing
are Aligned
Source: Marketo
% of Prospects that
Feel their Sales Rep
is not Prepared for
the First Meeting
Source: IDC
% of Top Performing
Companies Using
Sales Acceleration
Technology
Source: Forbes
Insights
% of Sales Reps that
Store Customer Data
in Physical Files or
Google docs.
Source: HubSpot
“Statistics are used much like a drunk uses a lamppost: for support, not illumination.” – Vin Scully
Significant inefficiencies exist in the sales process. Considering the cost of top sales talent and the challenging nature of the
role, companies are keenly focused on optimizing their sales organizations.
9. The Empowered Buyer
“How is it we have so much information, but know so little?” – Noam Chomsky
Customers have access to more product information than ever before. Through company websites, white papers, web videos,
infographics, social content, online review sites, etc, customers may be very well informed before they ever talk to a sales
person. The challenge then is for sales reps to be able to react quickly to help customers complete the purchase journey.
9
Awareness
Interest
Consideration
Intent
Evaluation
Decision
Purchase
Traditional Buyer Education
Self Directed by
Customer
Discovery Channels:
- Website
- Trade Shows
- Marketing Content
Awareness
Interest
Consideration
Intent
Evaluation
Decision
Purchase
Today’s Empowered Buyer
Engages Sales Person
Engages Sales Person
Self Directed by
Customer
Discovery Channels:
- Website
- White Papers
- Web Videos
- Infographics
- Social
- Online Review Sites
- Trade Shows
- Marketing Content
10. 10
Aligning Sales and Marketing
“What about the good leads?” – Shelley Levene, Glengarry Glen Ross (1992)
The line between marketing and sales continues to blur. B2B marketing organizations are becoming revenue-generating
centers, while salespeople are behaving like micro-marketers when they share content through social media channels. These
two roles serve a shared purpose: to identify, attract, and close business for the company. Aligning sales and marketing
functions ultimately leads to less finger pointing and better performance for both teams.
Marketing
Sales
Keeps marketing content consistent with
sales collateral to deliver coherent
messages to customers that are going
through more of the product journey
themselves.
More cooperation between marketing
teams and sales teams results in faster
conversion from lead to sale.
Analytics and transparency help avoid
finger pointing situations where sales
blames marketing for poor leads and
marketing blaming sales for not being able
to close.
ADVANTAGES OF SALES AND MARKETING ALIGNMENT
Aligns marketing and sales on shared
goals and KPIs, such as lead to close rate,
lead to opportunity rate, deal velocity,
average deal value growth, database
reach, engagement and other metrics.
Marketing gains better insight into which
leads result in the best ROI, allowing them
to optimize their marketing activities.
Sales can gain valuable intel on customer
needs and challenges through access to
marketing analytics, allowing them to tailor
their sales messages.
Source: AGC Partners
11. Private Placement Activity
Highlights
Key Takeaways:
̶ Possible maturing in the Sales Tech sector as deal volume
declines and capital raised increases
̶ Fall-off in both number of deals and capital raised in 2016
likely a result of tougher macro environment for financings
Key Stats:
̶ 312 total transactions (2012 – 2016YTD); declining since
peak in 2014
̶ $3.47B total capital raised (2012 – 2016YTD); 60% CAGR
from 2012 to 2015
̶ $8.9M median amount raised per round in 2016YTD; 28%
increase over 2015
Companies that have raised the most capital:
̶ Domo: $545M
̶ InsideSales.com: $225M
̶ Apttus: $186M
̶ Radius Intelligence: $130M
̶ Birst: $129M
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Source: CapIQ.
Note: Total Capital Raised for deals where disclosed. Calculation for Median Amount Raised excludes transactions <$1M.
49
86 89
65
45
2012 2013 2014 2015 2016 YTD
(Annualized)
Total Number of Transactions
$279
$616
$891
$1,258
$422
2012 2013 2014 2015 2016 YTD
(Annualized)
Total Capital Raised ($M)
13. M&A Activity
13
AcquirorTarget EV ($M)
$26,191
$2,630
$1,350
$937
$450
$392
$154
$125
$134
Highlights
Key Takeaways:
̶ M&A activity accelerating in Sales Tech
̶ Microsoft’s $26B acquisitions of LinkedIn the largest
transaction by far and a strong endorsement of the sector
̶ Large marketing cloud and CRM players are the most active
acquirors of Sales Tech
̶ Strong PE interest in the sector as leading players reach
significant size and profitability
Key Stats:
̶ 111 Total transactions from 2013 to 2016 YTD
̶ Estimated 51 transactions for 2016; 37% CAGR from 2013
and the most active year so far
Most Active Strategic Acquirors # of Deals
̶ Salesforce 4
̶ Microsoft 4
̶ Oracle 2
̶ SAP 2
̶ Callidus Cloud 2
̶ Infor 2
Top 10 Sales Tech M&A Transactions
Source: CapIQ, 451 Group
Note: Top 10 list represents transactions with disclosed values.
Date
06/13/16
06/02/16
06/05/13
05/18/16
10/23/13
07/11/14
11/04/14
01/08/15
06/07/13
$30012/23/15
14. About AGC
Gee is a partner at AGC Partners, focusing on Digital Media and Marketing Technology.
In his 18 years as an investment banker, Gee has completed both M&A and financing transactions for some of the
largest global technology and media companies, as well as growth companies at the leading edge of innovation.
Prior to joining AGC Partners, Gee held senior banking positions with MESA Global and Montgomery & Co. He
started his investment banking career at Salomon Brothers in the late ‘90s and later worked at Friedman Billings
Ramsey in its technology M&A team.
Gee received a B.A. from the Haas School of Business at UC Berkeley.
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Note: This document is intended to serve as an informative article only in order to further discussion, analysis and independent verification. This document is based upon sources believed
to be reliable, however, we do not guaranty the sources’ actuary. Unless otherwise indicated, AGC does not believe that the information contained herein is sufficient to serve as the basis
of an investment decision. There can be no assurance that these statements, estimates or forecasts will be attained and actual results may be materially different. This is not a solicitation
of an offer of any kind. To learn more about the company/companies that is/are the subject of this commentary, contact one of persons named herein who can give you additional
information.
AGC is a leading investment bank with a focus on providing strategic advisory services to technology
companies, helping them achieve their vision. With more than 50 investment banking professionals across
the Americas and in Europe, we provide global coverage across all products and sectors, from software and
digital media to tech-enabled services and mobile communications. Since our inception in 2003, AGC
Partners has completed more than 270 investment banking transactions for emerging growth companies.
Gee M. Leung
Partner